8 x Great Sales Questions To Close More Sales
Although many Salespeople focus on learning the latest closing techniques; the most important part of your sales process by far is the art of asking great sales questions.
Great sales questions open up dialogue with your potential clients to discover pain, their desires and ideal outcomes; and help them sell themselves on the idea of doing business with you.
In this article, we’re going to look at eight great sales questions to add to your toolkit, so you can serve more clients and win more sales.
8 x Great Sales Questions To Close More Sales
“What’s currently going on in your business at the moment?”
Although a pretty broad question, this is a great sales question because it allows you the opportunity to learn what’s important to your prospect right now during your rapport building phase.
This will help you understand where their focus is, and what types of open-ended questions you can ask later to expand on their pain, or potential desires.
“To make sure you leave with absolute value today; what would you like covered/ like to have happened?”
This is a great sales questions, because it serves two purposes.
Firstly, it frames the conversation in a way that you’re not just there to sell them something, and that you care about their needs and desires.
Secondly, it’ll give you the perfect foundation on what areas to focus your next lot of questions on, as they’ll be telling you their areas of concern, and what they would like to achieve.
Removing assumptions is an important part of the sales process.
“Please tell me why we’re meeting today?” – A Powerful & Great Sales Question
Assuming they’ve contacted you to meet; this is a really powerful and great sales question, and one we use very regularly.
This question allows the prospect to outline what it is they want, their pain points, and that it needs solving.
Because your prospect is outlining this – they are selling themselves and reaffirming their belief that they need to make a change.
As they’re explaining their reasoning – they are selling themselves that it is important to meet with someone to facilitate a new situation with them, which you can later leverage to sell your products or services.
Very powerful.
Related article: The “Does That Make Sense” Question – Does It Work?
“If we were to proceed; would you know who else would need to be involved to make a decision?” (An important and great sales question)
One of the strategies we teach in The 5% Sales Blueprint, is to get the decision makers involved up front prior to leaving it to the end. This way, you can ensure you’re speaking with qualified prospects versus data gatherers.
What this does, is also gets rid of the ‘I need to speak with’ sales objection later.
It does this, because if they agree that all the decision makers are present up front – there’ll need no need to get permission from someone else later.
A great sales question.
Related article: How To Overcome Two Main Sales Objections In Two Minutes!
“Where do you think there’s some opportunity for improvement here?”
You can ask this question once you start discovering your prospects pain. Once they give you a few examples, you’ll initially be on the surface.
This great sales questions allows you to dive a bit deeper and get to the emotion. The emotion is important, because people buy emotionally, and then justify their purchase and buying decision with logic.
“What would success look like if we are to work together?”
This is a great sales questions you can ask after discovering their pain and desire; yet prior to asking for the sale.
People are visual thinkers, and by asking this question you’re subconsciously embedding the image of you working with them and painting it as a success.
It also informs you of their potential objections or areas of concern, so you can handle these before asking for the sale.
“Why do you think that isn’t working for you?”
This sales question is designed to help you understand their rational behind why certain systems, or situations aren’t working in their business.
By learning this, you can gather intelligence behind their way of thinking, and suitably present later in a way that aligns with that style of thinking.
“Can you please share how that’s working for you?” (Another great sales question)
Notice I don’t ask tell me or expand; I use the word share.
People like sharing their perception and opinions as it makes them feel valued.
Secondly, it allows you to learn more about what’s important to them to ask more questions.
It also again; gets to the emotional reasoning behind what’s happening behind the scenes, rather than keeping it purely surface level and logical.
Final Thoughts On These Great Sales Questions
These open-ended, great sales questions are the most powerful part of your sales process, because it allows you help the prospect sell themselves, rather than doing all the hard work of changing their belief systems on your own.
What other questions would you add that works well for you?
Feel free to share them in the comments.
Want To Close Sales Easier?
Are you committed to closing sales a lot easier, and consistently?
If so, you should check out our self-paced and affordable online sales training program; The 5% Sales Blueprint.
It’ll give you everything you need to close sales consistently.
To learn more, simply click on the link below for more information.
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